International / Multicultural Negotiations

International Negotiations

Francisco Astorga-Paliza

correo@frankastorga.com

Session 1

Introduction

Why are you studying International Negotiations?

How many of you have experience in negotiations?

Do you have international negotiation experiences?

How about some failed negotiations?

What are you expecting from this course?

Bachelor degree in Computer Science (Graduated with Honors) at Instituto Tecnológico de Culiacán.

Master degree in e-Commerce, business and Information Technologies at Universidad Carlos III de Madrid.

Master degree in Science and Information Technology at Universidad Carlos III de Madrid.

What about me?

Experience (companies and universities):

Mexico

USA

Spain

El Salvador

Guatemala

France (collaborating with India, UK, Germany, Italy, and others)

What bout me?

Languages:

Spanish

English

French

What about me?

Today’s Agenda

First part

Course presentation

Introduction to negotiation

Negotiation stages

Cultural factors that affect our negotiations

Gender and its importance in negotiations

Break (15 minutes)

Second part

Culture, cultural elements and sinergy

Course presentation

PAC

Reference books

Grading

Sessions

Homework

Important dates

Course policies

Course Objectives

In order to successfully negotiate all

over the world, we need to know it, to

understand it, and to respect

it!

How do Germans negotiate?

What is the Dress code in Saudi Arabia?

What is the appropriate greeting for my Japanese client?

What kind of gift can I give to my English supplier?

Etcetera

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A kiss, a bow or a handshake?

How formal should the negotiation process be?

Would language affect my negotiations?

Introduction to Negotiation

Negotiation?

International Negotiation?

Multicultural Negotiation?

o.O ? !!!

International negotiations (document)

Source:

Changing Minds: in Detail by David Straker (second edition) Published by Syque Press (2010)

http://changingminds.org/disciplines/negotiation/styles/international_negotiation.htm

What can we negotiate?

What can we negotiate?

Price

Terms (e.g. payment)DeliveryQualityServiceTrainingResources (people, money, materials)ScopeProcess (who is going to do what to whom)

Valu

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ded

Negotiation Stages

Study

• Information is power• Organization, history, similar companies, etc.

Resistance

• If there is no resistance, this could be a sign of lack of interest.

Restatement

• New strategies approach.

Negotiation

• Review real needs.

Agreement

• Review of details to ensure understanding.

Follow-up

• Opportunity to establish links.

Let’s see some negotiation examples

WiSpots @ the Shark Tank

Wake N' Bacon @ the Shark Tank

NegotiationCulture and

history

Spoken and body

language

Logic and thoughts

Negotiation style

Corporative government

Cultural factors that affect negotiation

Usage of timeIndividualism vs

Collectivism

Order and agreement

Communication patterns

Negotiation

Usage of time

“Let’s have a meeting at 10 a.m.”

“Can we get a coffee at 10?”

“See you later”

“See you in the afternoon”

“Nos vemos ya que baje el sol” (Mexico),

“Time is money” (US) vs “no pasa nada” (Spain)

Individualism vs Collectivism

Order and agreement

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Communication patterns

Verbal vs nonverbal communication

Low- and High- context cultures

Do you know hot to lie?

Can we know if a dog is happy or sad?

What about people?…

“j'ai dormi comme une merde”

Video

Gender and its importance in negotiation

Business with Muslims?

Business in Japan?

See you in 15 minutesLet’s take a break !

Referencias

Frank L. Acuff. How to Negotiate Anything with Anyone Anywhere Around the World. ISBN: 978-0-8144-8066-3 Pub. Date: March 18, 2008

Changing Minds: in Detail by David Straker (second edition) Published by Syque Press (2010)

http://changingminds.org/disciplines/negotiation/styles/international_negotiation.htm

Dra. Ana Meraz (Directora de LIN – ITESM Sinaloa)